The 5 major qualification frameworks
- BANT: Budget, Authority, Need, Timing (1950s, IBM)
- MEDDIC: Metrics, Economic Buyer, Decision Criteria, Decision Process, Identify Pain, Champion
- MEDDPICC: MEDDIC + Paper Process, Competition
- SPICED: Situation, Pain, Impact, Critical Event, Decision
- ANUM: Authority, Need, Urgency, Money
Choosing the right framework
- High-velocity SMB: BANT or ANUM
- Mid-market SaaS: SPICED
- Enterprise B2B with complex committees: MEDDIC
- Enterprise with heavy procurement: MEDDPICC
Implementation
- Add framework fields on Opportunity object
- Make required at stage transitions
- Use as coaching framework in reviews
- Track in forecasting
Frequently asked questions
Which sales qualification framework should I use?
BANT for SMB inbound. SPICED for mid-market SaaS. MEDDIC for enterprise. MEDDPICC for enterprise with heavy procurement.
CTA
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